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Artz, K. W. and P. M. Norman (2002). 'Buyer-supplier contracting: Contract choice and Ex Post negotiation costs'. Journal of Managerial Issues 14(4): 399.
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There are 2 main objectives in this paper. First, it develops and empirically tests a model of the determinants of contract choice. This model draws on economic and legal theories suggesting that the appropriate type of contract may depend on certain transactional and relational attributes. Second, it examines how exchange partners can effectively manage the costs of adjusting and maintaining incomplete contracts after they have been established. Literature in marketing, social contracting and relational exchange theory suggests that certain behavioral characteristics (i.e., relational norms) may play an important role in contract management.